When a customer buys a product or service from your company, he also purchases the experience that goes with buying it.
You need not look at an Objection or a Concern as a road block and not as a dead end. Look at them as opportunities to add more value and clear the smoke screen.
Closing a sale is the goal, and if you are good at it, you will be very successful.
“There’s one more fact you need to acknowledge about prospecting – leads won’t just fall into your lap. You’ve got to take action for something to happen.”
Primarily, you need to feed it in your system that delivering a sales presentation or demonstration is no rocket science.
The ideal sales process serves as a template that enables and demands customization.